You will be the Technical lead for New Relic prospects (new logos) and customers and own the technical strategic direction in the account through an advanced ability to develop, position and provide product-centric and value-centric solutions during sales cycles, while achieving quarterly and annual sales goals for an assigned territory.
This role will focus on partnering with the Sales Account Executives to generate new revenue by taking technical ownership of the opportunity pursuits throughout the sales cycle for prospects (new logos) and expansion into new groups and/or new capabilities for existing customers.
The Solutions Consultant must possess a winning combination of business and technical skills, the ability to present and demonstrate our solutions to a broad spectrum of audiences from IT to business, and be able to build strong relationships and handle technical objections and issues throughout the sales cycle. Ultimately, the Solutions Consultants needs to be a trusted advisor both to internal partners as well as to our technical customers and C-Level Executives alike.
Responsibilities:
- Develop deep expertise of New Relic products and services
- Partner with sales for effective qualification (technical and business) for prospects (new logos) and expansion opportunities with existing customers
- Lead value and solution discovery workshops to determine customers' challenges
- Create compelling Technical Proofs through demonstrations, presentations, workshops and business value assets to align our solution and value with customer initiatives, needs and business challenges to get customer buy-in and support for the proposed strategic/technical solution.
- Develop and present provocative points of view to showcase the current and future potential of customers standardizing on the New Relic platform
- Develop and successfully execute proof-of- concept and pilot engagements to showcase New Relic value proposition aligned to customers business metrics/outcomes
- Identify and resolve critical business/technical issues from customers, partners and colleagues
- Directly contribute in achieving revenue goals set for the assigned respective territory.
You will also:
- Collaborate as part of a broader account team to strategize and address business and technical problems
- Share and learn best practices and re-usable assets with other Solutions Consultants to enhance the quality and efficiency of the team
- Provide feedback to product management about product enhancements that can address customer needs and guide additional value
- Stay current on competitive analysis and market differentiation
- Build strong working relationships with key customer stakeholders and executives and help create champions for New Relic within the customer base.
- Support marketing initiatives such as speaking at industry events, executive briefings, user groups, conferences and signing up customer references as well as social media campaigns.